She started with nothing. As a young woman at age 15, she began her career as a hairstylist and arrived in America at 20 with no job or contacts, with $500 to her name, and she went on to make millions of dollars. Companies of all sizes and in all industries hire Patricia Fripp to help them drive more sales by improving their important conversations and sales presentations. She is a true presentation skills expert and Hall of Fame keynote speaker, who was the first woman to be elected as President of the National Speakers Association. Meetings and Conventions Magazine named her “One of the 10 most electrifying speakers in North America.” Kiplinger’s Personal Finance magazine says “One of best ways to invest in your career is to learn presentation skills from Patricia Fripp.” In 2019 she was named one of the top 30 Global Gurus and one of the top 25 Women in Sales. Patricia is now virtually everywhere with her interactive, web-based training FrippVT Powerful, Persuasive Presentations.

Resources

  • Join The Sales Revolution: If you’re ready to do sales differently, you’re in the right place. This community is for entrepreneurs and sales pros to connect, grow, + learn the new (and highly improved) connection-based way of selling. Get ready to toss out all that you’ve been taught about sales up to this point. It’s time for a revolution.

 

3 Value Bombs

  1. If you sound the same as everyone else, you have no advantage.
  2. Your ability to ask the right questions, your ability to guide the conversation through the right questions and then become aware of their problems, is key to your success in selling.
  3. There is nothing like a 3rd-person endorsement story.

Sponsors

VIRTUAL SALES TRAINING PROGRAM & PLATFORM: Our virtual training has helped thousands of people and companies turn-around sluggish sales. The mobile-enabled, innovative, flexible training is rooted in human behavioral psychology and provides easy-to-consume, on-demand training for sustainable results.

SALES STRUCTURE PARTNERSHIP: Accelerate your growth with a customized partnership! This partnership includes onsite coaching and role playing for skill reinforcement, 1:1 work with Jeremy Miner on your specific product or vertical scripting (aligned to the new model of selling) and coaching support and alignment for your sales managers and/or sales coaches.

Show Notes

**Click the timestamp to jump directly to that point in the episode.

Today’s Audio MASTERCLASS: Super Star Sales Presentations – with Patricia Fripp.

4:12 I hear in your last career, you were San Francisco’s number 1 men’s hairstylist, at a time it was a new industry. Now you are a Hall of Fame speaker who has delivered more than 3,500 presentations on 5 continents. There’s a huge difference between those 2 careers. How did that all go down?

  • When 60 Minutes was at the National Speakers Association convention for five days in 2000, they asked me that question. You used to be a hairstylist. Now you're a speaker. Got to be a big difference. My answer was as a hairstylist, I worked on the outside of people's heads. Now as a motivational speaker, I work on the inside. There's only half an inch difference. That line got me on 60 Minutes; that half inch has made me millions of dollars!
  • As a young woman, I learned good work habits and how to take advantage of opportunity. 
  • You don't have to be the best. You just have to work harder.
  • If you are genuinely interested, people like talking about themselves.
  • To be perceived as “interesting”, you have to first be “interested.”
  • If you sound the same as everyone else, you have no advantage.
  • Everyone is always more interested in themselves than they are in you. That means you have to speak from their point of view.

16:08 The old way of selling doesn’t work.

  • The old way of selling doesn't work. “Hi, I'm Patricia Fripp. I worked with the ABC company. We've been in business for 45 years. And this is what our unique methodology is. And this is who we do business with. And we'd love to do business with you.” Nobody cares. 
  • You need to ask questions so you find out their interests, challenges, opportunities, and build all you want to say around their concerns.
  • The secret is to be naturally curious and genuinely interested
  • Patricia says her brother is not surprised she gets paid to tell people what to do because he says “she was a bossy little girl. My sister is not backward about being forward.”
  • Regarding the questions Patricia asked her clients, she said no one ever said to her “that is none of your damn business.” The key again is to ask genuinely interested, point-of-view questions. And your prospects will pick up the difference on that, whether it is just a surface question or whether it is a deeper, more genuine question demonstrating you are really trying to find out if you can help them.

19:06 What is the process you go through when you work with a company who wants to improve sales? 

  • Patricia says she invites the potential company to treat her like they already hired her. More than just “talk” about what she can do, she wants to “show” the prospect what she can do, which is good advice for all of us.
  • How to be more powerful, persuasive and  personable than your competition.
  • Patricia takes the best sales person a company has got and “Frippmatizes” them.
    • How do you open
    • How do you focus on the prospect
    • How do you use “you-focused” language
    • How do you add more specific language
    • How do you tell electrifying, happy customer stories

23:22 What does a sales professional need to do if they want to be the very best at sales? 

  • Learn how to ask exceptional questions
  • Learn how to tell your story so your delivery is compelling
  • Congratulate the customer or prospect. Offer some genuine compliment
  • Don’t thank them for their time. Instead thank them for the opportunity to discuss how the _________ might be what you are looking for
  • If someone in the room or on the Zoom or call set up the meeting, make them look like a hero to their bosses
  • People don’t buy from people they like. People buy from people they think can get them the best result
  • Not every conversation goes the way you expect and you need flexibility within the structure of your presentation

31:35 One other skill that all great sales professionals need to master is Storytelling.

  • There is nothing like a 3rd-person endorsement story. 
  • You need 5 good stories that will match who you are talking to.
  • Stories have to be true, they don’t have to be 100% accurate.
  • 3 minute story with a “help” – what you did for another prospect and how you turned them into a happy customer.
  • Use 3rd-party testimonials to add credibility to your presentations

35:00 What do you think keeps most sales people from being great?

  • Because you are doing superbly well. You are comfortable. Good is the enemy of Great.
  • Complacency holds many sales people from reaching elite levels.
  • Ego can hold you back from reaching greater levels
  • Learn how to let go of your ego and learn something new and watch your income increase
  • Sport professionals don’t stop training after winning. They have coaches that help them reach new levels.
  • Walk into your meeting or performance with the assumption of innocence within the context of experience. 

43:20 We are living in a difficult time. A lot of our listeners are stuck at home right now and they have been forced out of in person presentations and are now using Zoom or some other technology. What advice do you have for them?

  • Look good. Dress for success even though you are not meeting your prospects or customers in person
  • When you walk into your shop say “good morning God.” Every morning remind yourself how lucky you are to serve your clients and be a good friend
  • With the power of your words you can make people feel committed
  • People have had far greater challenges than we are experiencing. Try and keep that perspective. 

47:08 Where can listeners learn more about you and your training?

  • You have to remember Patricia’s name FRIPP.
  • https://www.fripp.com/
  • Free resources including an article on the biggest mistakes that salespeople make in the presentations and 5 techniques when you’ve got a good prospect.
  • https://www.frippvt.com/ take a free trial
  • Call or send Patricia an email

Killer Resources

  1. The New Model Of Selling: Learn from Jeremy Miner The Only Friction-Free, Persuasion Sales System Guaranteed To Increase Revenue.
  2. Join The Sales Revolution: If you’re ready to do sales differently, you’re in the right place. This community is for entrepreneurs and sales pros to connect, grow, + learn the new (and highly improved) connection-based way of selling. Get ready to toss out all that you’ve been taught about sales up to this point. It’s time for a revolution.

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